← Grubhub
Grubhub role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Online food ordering marketplace plus marketing services that help restaurants get more delivery and pickup orders.
Who you'd be calling
Owners and managers of independent restaurants and small restaurant groups.
Your opener
“Hi, this is [Name] from Grubhub. I'm reaching out to restaurants nearby about getting more online orders from local diners. Is this a good moment for a quick question?”
Problems you solve for them
- Need more online orders and new customers
- Marketing is time-consuming for busy owners
- Delivery fees and costs are confusing
Discovery questions to ask
- How many of your orders come online versus in the restaurant?
- How do you attract new customers right now?
- What worries you most about working with delivery platforms?
Objections they'll throw at you
“I'm too busy right now.”
→ Understood, I'll keep it short. Can I call you back at a quieter time, like 2pm?
“We're not interested.”
→ Fair. Is that because of past experience with delivery apps, or are you happy with your sales?
“We already work with another delivery app.”
→ That's common. How are the orders coming in, and are you open to a second source of customers?
“Send me an email.”
→ Sure. What would you most like to see, such as pricing, marketing options, or how it works?
Competitors worth knowing
DoorDash, Uber Eats
Interview tips for this company
- Be prepared to say why a restaurant might add Grubhub on top of other apps.
- Practice a short, friendly pitch since restaurant owners are very busy and often skeptical.
Written from public information about Grubhub to help you practice. Ask an insider what their role play looked like; it's the best prep there is.